Over Nineteen (19) years as an experienced engineer, sales and account executive professional with proven ability to develop and grow territories and a history of increasing sales revenue. Expertise with managing customer accounts and teams, serving as liaison between business units and managing operations. Highly competitive, passionate, persuasive, and articulate individual, who is able to achieve results. Outstanding customer service and communication skills.
Building Alliances & Partnerships
Key Account Relationship Management
Negotiations & Presentations
Leadership & Team Building
Sales
Program/Project Management
New Product Development
RFP Development & Review
•Manage relationships for major airline accounts across the U.S. at all levels of the customer organization
•Develop and manage customer and client relationships through the full sales cycle to ensure a superior customer buying experience
•Develop a deep understanding of client business requirements, and design targeted solutions and proposals enabling client objectives
•Communicate customer engagement internally through thorough opportunity management in Salesforce
•Work directly with IBM customers and prospects in tandem with IBM sales teams to both build and convert sales pipeline in order to meet sales objectives.
•Communicate the value of TWC products, and manage the collaboration & support for sales engagements
•Build strong relationships with all relevant customer and IBM sales personnel while working with key decision-makers to ensure marketing, technical, and sales-readiness.
Major Accomplishments
Exceeded sales goal in 2018 by over 110% and 287% in 2019
Recognized in 2019 for closing first satellite tracking contract worth over $700k annually with a major airline carrier
Exceeded renewal retention quota of $4M by 187% in 2019 by leading very complex negotiations with several major U.S. carriers who had the highest spend with the company.
Serve as Key Account Manager for Civil Airline customers providing complex commercial solutions for repairs, retrofits, and spare sales across all Avionics, In-Flight Entertainment and Flight Control Products. Prospect, pursue, negotiate and close sales agreements for major airlines across the U.S. and Canadian region.
Major Accomplishments
•Recognized in 2016 for closing first U.S. Wireless and Connectivity agreement worth over $3MM in incremental sales
• Exceeded 2016 sales goal by over $2MM in Canadian region by closing complex spares deal with major simulator company
• Pressed on driving and closing spare sales with various US brokers which assisted in achieving a healthy overall bump in 2016 aftermarket sales
• In 2015, closed major forward-fit aircraft deal for full Rockwell Collins suite of products worth upwards of $7MM
• Interface daily with life cycle managers, customer service engineers, services program managers, executive stakeholders, and marketing leads to develop value propositions for complex commercial solutions
Serve as Customer Account Manager and Sales Director for Civil Airline customers providing complex commercial solutions for repairs, retrofits, and spare sales across all Avionics, Power, Mechanical and digital products. Prospect, pursue, negotiate and close multi-million dollar agreements for major airlines across the U.S. and Canadian region.
•Closed over $3MM of incremental initial provisioning, retrofit and service agreement sales in 2013
•In 2012, closed one of two customized competitive service agreements globally, resulting in over $14MM in incremental sales
•Consistently drove priorities with internal executive stakeholders to develop pricing strategies that meet both customer requirements and internal business metrics
•Drove commercial resolutions to complex issues around turn-time, pricing discrepancies, and reliability
•Promoted valid customer VOC within business leadership teams to drive improved site performance, improved cost and customer service
Customer Account Manager, Jacksonville, FL, 2006 to 2009
Managed relationship and served as main POC for Rolls-Royce USA and Rolls Royce Europe, Goodrich UK, Hispano Suiza, and Aircelle OEM. Provided aerospace and/or industrial gas turbine related products and services as designed and manufactured by Unison.
•Responsible for detailed technical proposal preparation, development project management, product pricing, and contract negotiations for above external customers
•Implemented and monitored the Order-Thru-Remittance (OTR) process for assigned customers on accounts in excess of $15MM dollars
•Facilitated closure on major customer LTA in excess of $12MM. Negotiated increased pricing on spare parts within agreement to improve profit margin
•Served as liaison between Marketing, Executive Team, Quality, Operations, Product Support, and Engineering to resolve product field issues
•Worked closely with the customer leadership team and internal leadership team to close negotiations on major OEM spares payback in the amount of $2.4MM. Managed order receipt and final payment terms
Green Belt Six Sigma
General Electric Developing Leadership Program
Project Management continuing education
General Electric Women Network (GEWN)
General Electric American Forum (AAF)
General Electric Community Volunteers
December 2003 Energy Center Quality Award – Westinghouse Employee of the Month
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